Post on 07-Jul-2020
transcript
DFSI & VIP Program with WISE-PaaS Marketplace
Chiwen Lin, WISE-PaaS Marketplace
6th December, 2019
Co-creating and Landing the IoT Business
DFSI “For every dollar of solution resell, we’ll
get $8 AIoT application customization revenue.”
System Integrator, Global
DFSI “Because of digital transformation, our project engagements have gone from 2-4 year to now 6-12 months, and need to do
much more innovative work.”
System Integrator, EMEA
DFSI “There’s an exciting business opportunity
to leverage services on WISE-PaaS beyond just the infrastructure side and we’re just scratching the surface of it.”
System Integrator, China
Faster, Flexible, Connected Business
Marketplace Ready Solution Selling
Business Opportunity
Billings / Revenue
Share
Customer on demand:
from POC to Production
Manage Software
Assets
₋ Advantech field-lead ₋ Partner network₋ Online promotion
₋ Monthly / Annually / One-time d / Metered
₋ Software, professional services
₋ Fast configure, activate, upgrade software anytime, anywhere, at scale
₋ Leverage Marketplace license service or use RESTFul API to integrate your own
WISE-PaaS Marketplace and Industrial APP (I.APP)
• 100+ SKUs Software & Services for Free Trial
• 5+ SKUs Software & Services always Free
• Return & refund available during 60 days billed
60Days
Refund
- Develop ready to use solution(s) for IoT scenarios based on Advantech hardware and WISE-PaaS
- Publish solutions on the Marketplace- Leverage Advantech’s biz networking
Developer / ISV
- Resell software and SRP on the WISE-PaaS Marketplace to end customers- Share Advantech’s marketing resources
Channel Partner
- Focus on application integration and deployment in specific domains using Advantech hardware and WISE-PaaS
- Complete certified training and receive architecture consultation
- Leverage Advantech’s marketing resources
Domain-Focused SI (DFSI)
WISE-PaaS Alliance
- Buy→Embed→Resell WISE-PaaS software in their products- Make services value-added leveraging PaaS solutions
Equipment / Hardware Builder
DFSI Business Model
Resell Model
Customers works with
Advantech directly
Fixed discount for WISE-PaaS
Membership
DFSI Model
Transacts to Advantech,
provides billing and technical
support
Sells WISE-PaaS to customers Customer
ADVANTECH
Alliance Partner
Value-Added Service
Alliance Partner
On
Dem
and
Pu
rch
ase
WISE-PaaS Revenue Opportunities
Professional Services
I.App Dev & Listing
WISE-PaaS Solution Resell
WISE-Point Resell30% Managed services margin
45%Gross margin of WISE-PaaS practice
13 monthPayback period
30% Managed services margin
45%Gross margin of WISE-PaaS practice
13 monthPayback period
15% 13% 10%
50% 40% 30%
10% 15% 20%
25% 32% 45%
1st Year 2nd Year 3rd Year
WISE-Point Resell
WISE-PaaS Solution Resell
I.APP Dev. & Listing
Professional Services
WISE-PaaS Revenue Opportunities
Competency• $100K consumed revenue trailing 12 months
WISE-PaaS Marketplace• Offer listed on the WISE-PaaS Marketplace
Bill of materials-• Complete co-sell bill of materials including:
– Solution pitch deck– One-page leave-behind or website listing
Profile in Advantech Partner Page• To enable bi-directional lead sharing and pipeline management
Connected • Dedicated partner sales contact for each co-sell eligible geo
Co-Sell RequirementsCo-Sell ready solutionsSolutions, Apps, and Services offerings that are approved for co-sell with Advantech across Industry Priority Scenarios
Benefits of co-sell ready:Solution discoverable by sellers in Marketplace co-sell solution finder
Enabled for bi-directional leads sharing
Potential to become prioritized at a local level for proactive co-sell with Advantech
Access to GTM benefits Managed partners works with a Customer Success ManagerUnmanaged partners works with a Product Sales Manager
Industrial IoT Value Chain and the Ecosystem
WISE-STACKIaaS
PaaS
I.APP
DFSI
WISE-PaaS
Marketplace
Edge
iRetailiHospitaliCity & Public ServicesMachine to IntelligenceiFactory/IIoT 4.0
Co-Creating the Futureof the IoT World
Co-Creating the Futureof the IoT World